“Your premium brand had better be delivering something special, or it’s not going to be in business.”
Warren Buffet

The late great Michael Jackson, “If you wanna make the world a better place, take a look at yourself and make that change”

I’m starting with the man in the mirror
I’m asking him to change his ways
And no message could have been any clearer
If you want to make the “sales” world a better place
Take a look at your sales team, and then make a change

Your clients and prospects are using digital content to make their purchasing decisions, and what are you doing about it? The ironic thing, you and your sales team use digital content to make purchasing decisions. An overwhelming majority (89%) of B2B researchers use the internet in their research process.

Selling in today’s ultra-connected, fast paced business environment is brutally tough. Your clients and prospects are drowning themselves online as they conduct their own research. They’re becoming their own tour guides as they educate themselves to solve specific problems existing within their business environment.

My question to you…

What are you doing to help your sales team position themselves online to capture the attention of your clients and prospects?


We can all agree, your company’s brand is one of the most important factors to its ongoing success. It’s the crowning touch to corporate identity; prepared, packaged and presented in such a way to be aesthetically pleasing, recognizable and attractive to prospects along with your clients.

However, your company is not alone in the quest for solid branding. Personal branding, the art of building a one and only brand around each and every member of your team, is equally important. Personal branding necessitates that your sales team finds a signature image, their unique voice, a recognizable standard for their followers, prospects, and clients to rally around.

Some will agree, each and every member of your sales team is front and center, the face of the business. The development of their brand allows them to establish a reputation and an identity while still maintaining a personal level of trust and interaction.

“Being relevant and memorable is the new differentiator”

How is your sales team becoming recognizable in a crowded marketplace? How well are they building their authority? How well are they building upon becoming subject matter experts? How well are they creating their following?

I encourage you to help your sales team create their unique brand and rise above the noise!

Think about the following…

How does my sales team differentiate themselves enough that prospects want to talk to them and not feel like they’re hearing the same story from every other sales rep?


A personal brand is mission critical and in sales it’s vital! In a matter of seconds, a client or a prospect can form an opinion about one of your sales reps with a simple Google search.

“If you’re your authentic self, you have no competition”


Authenticity requires self-knowledge and self-awareness. Authentic sales people accept their strengths and weaknesses. They are accountable to themselves. They are connected to their values and desires and act deliberately in ways consistent with those qualities.

Be a normal human being. Normal human conversation goes a long way. Have your sales team really get to know your clients and take the “sales” hat off.

“Humanize what many in sales have dehumanized”


Be genuine and not a fake. There are way too many sales facades and empty suits running around the sales world. Prospects can smell insincerity a mile away. Prospects will respond favorably and your clients will come back again and again when they see your salespeople as the real deal — instead of just an all about me sales rep.


In sales, we over complicate the process. We fail to do the little things on a consistent basis. Instead of focusing on doing just one or two things exceptionally, we become obsessed with doing everything perfectly. The result is frustration and lackluster sales performance. The key to success in sales is to identify one or two small things we can do well and do them consistently.

“Sales reps are consistently inconsistent!”


People skills are a must to stay at the top in sales. Your sales team must learn how to get along with, enjoy meeting with and speaking with a wide variety of people. The way your sales team portrays themselves is exactly how they should be perceiving themselves.

People can smell B.S. from a mile away and if you’re sales team is pretending to be something they’re not, I guarantee you people can tell and it’s most likely the reason your reps are being pigeon-holed.


Are your sales reps truly being themselves, instead of being some kind of sales machine? Are they an interested individual who wants to HELP, unlike many who are looking for another commission check? The foundation of sales is around the art of the help.

How well are your sales reps helping their clients and prospects?


How your sales team cleverly captures, converses, collaborates and connects with your clients and prospects will determine their long term sales success.

Their personal brand is like a garden. Once they lay the groundwork, plant the seeds, fertilize and water; they’ll be in a great position to eventually reap the benefits of their hard work.

  • How authentic are your sales reps?
  • How real are your sales reps?
  • How consistent are your sales reps?
  • How personable are your sales reps?
  • How helpful are your sales reps?

“All of us need to understand the importance of branding. We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called You.”
Tom Peters  in Fast Company

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